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| Relationship Selling: We Both Win
Today's selling realities require developing highly flexible salespeople: quick-thinking, strategic and personable.
We successfully do this by
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- starting with where the salesperson is
- building new skills and techniques on top of this foundation
- integrating what the salesperson already knows and
- making it more effective.
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The following modules form the core content of this training, although all sessions are customized to meet your time and professional development needs. The full Relationship Selling program, incorporating all of the Building Blocks listed below, is best delivered in a series over several weeks, allowing practicum time in between to test out concepts in the field. Ideal group size is ten to thirty participants, allowing for individual coaching on key target accounts.
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- The Sales Thought Process
- Five Steps to Sell-Through
- Having an Objective for Every Call
- The Core Sales Message
- What's the Client Really Buying?
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- Organizing Strategies
- Pre-Call Prep and How to Begin
- Time and Prospect Management
- Identifying Decision-Makers
- Building for the Long-Term
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- Opening Communications
- Getting Through
- Knowing What to Say When
- Telephone Skills
- Keying in to the Audience
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- Objection Overruled
- A 6-Point Plan
- Building a Sequence of Believability
- Features Versus Benefits
- The Four P's
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- The Scales of Sales
- Developing and Keeping Momentum
- The "Hand-Holding" Game
- Using Questions
- Active Listening Skills
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- Complete Comfort with Your Product
- Controlling Nervousness
- Presenting is a Contact Sport
- Handling Proposals and Pitches
- Being Memorable
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- OpenClosing
- Multiple Closing Techniques
- The 5-Step OpenClosing Approach
- How to Keep Following Up After "No"
- Adding Your Polish and Pizzazz
- The Sales Professional
Presentation Skills, Media Interview, Back to Training
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